the Learn-It-All™ podcast

Damon Lembi
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Welcome to the Learn-It-All™ podcast, the show for today's leaders who are ready to get and stay ahead of the game. Because great leaders aren't born or made, they're always in the making. Your host Damon Lembi is a 2x best-selling author and CEO of Learnit—a live learning platform that's upskilled over 2 million people. In conversations with industry experts and solo episodes, Damon offers fresh insights, new practices, and actionable strategies for leaders looking forward to thriving in tomorrow’s rapidly evolving business landscape. Subscribe to the Learn-It-All™ podcast on your favorite platform to never miss an episode.

  1. 279. How to Stop Getting Ghosted After the First Sales Meeting | Lee Salz

    19H AGO

    279. How to Stop Getting Ghosted After the First Sales Meeting | Lee Salz

    Ever been ghosted after a first sales meeting you thought went well? It’s frustrating when momentum dies before you ever get a second conversation. Lee Salz says it often happens for one simple reason: most sales teams don’t have a prescribed way to run the first meeting, so they default to “discovery.” And discovery, in his words, is an egocentric sales step. Meanwhile, the buyer is thinking, “I have 400 things to do… what do I get out of meeting with you?” In this episode, Damon sits down with bestselling author Lee Salz to break down how to stop getting ghosted by replacing discovery with a value-led consultation. Lee explains why the first meeting sets the foundation for every deal, how to pace the sales process instead of cramming everything into one call, and how to engage emotion so your prospect leaves thinking three powerful words: they get me. If you sell in a competitive B2B environment where buyers already have a provider in place, this conversation will help you run a stronger first meeting, differentiate earlier, and secure the next step before the call ends. Drawing from The First Meeting Differentiator, Lee shares a clear, repeatable framework sales leaders and individual contributors can implement immediately. In this episode, you'll learn:Why the first meeting is the deal foundation, and how weak first meetings create closing problems later in the sales cycleHow to stop getting ghosted after the first sales meeting by replacing discovery with a consultation that delivers meaningful valueThe best first meeting agenda question to earn trust fast: “For this to be a great use of your time, what do you want to make sure we cover today?”How to engage emotion in sales conversations so prospects feel “they get me” and want to keep interacting with youThe two non-negotiables to secure the next meeting before you hang up: a defined next step and a scheduled next interaction on the calendar Timestamps:00:00 - Episode preview and introduction01:22 - Is your first meeting setting you up for failure?04:04 - The secret to turning discovery into a game-changing consultation06:09 - Why your prospect might forget 90% of your meeting09:25 - Why your deal falls apart before it even starts15:25 - The one question you’re probably not asking (And why it matters)19:09 - The hidden power of emotions in sales25:13 - Why stories are your secret weapon in sales and how to tell them right28:52 - Is your ideal client actually the right fit?35:22 - How to keep your prospects coming back for more39:19 - The hidden mistake salespeople make at the end of every meetingspan class="ql-ui"...

    45 min
  2. 278. Why CEOs Must Train Like Athletes | Pearce Cucchissi

    FEB 10

    278. Why CEOs Must Train Like Athletes | Pearce Cucchissi

    In this episode of The Learn-It-All™ Podcast, host Damon Lembi welcomes Pearce Cucchissi, a former Army Ranger and elite performance coach who specializes in human optimization for both world-class athletes and top executives. Pearce shares groundbreaking insights into why CEOs must train like athletes to sustain their peak performance and avoid burnout. He discusses the essential human operating system that underpins both elite athletes and executives, highlighting the importance of mental resilience, physical optimization, and strategic habits. Tune in to learn how executives can implement simple yet powerful changes in their routines to extend their careers, improve their health, and thrive under pressure. Whether you're looking to optimize your mental state or enhance your physical well-being, this episode offers actionable strategies to transform your leadership approach. In this episode, you'll learn: Why CEOs and executives should adopt athletic training principles to optimize their mental and physical health.The importance of "meeting-to-meeting resets" and how to prepare your mind and body for back-to-back high-pressure meetings.Why resilience beats mental toughness every time, and how to build a resilient mindset.How executives can avoid burnout by connecting their physical health to their broader career goals.The surprising link between breathwork, energy, and long-term professional success. Timestamps: 00:00 - Episode preview and introduction02:08 - Why do CEOs ignore the power of athletic training?03:42 - The secret reset: How to bounce back between meetings05:36 - Is your health sabotaging your career?07:23 - Are you a ticking time bomb? Unpacking burnout in executives09:52 - Resilience vs toughness: What really wins?11:30 - The one simple thing that will change your life14:27 - How military experience translates to executive leadership17:46 - The hidden ingredient for longevity as a leader22:50 - Why are top performers missing the mark?38:43 - How writing can unlock your emotional resilience44:02 - The surprising role of a coach in your executive success55:12 - Ready for a reset? Pearce’s unique executive coaching approach About Pearce Cucchissi Pearce Cucchissi is a former Army Ranger with a distinguished career in special operations. He now works as an elite performance coach for executives and athletes, helping them enhance their mental and physical resilience. With a deep understanding of...

    57 min
  3. 277: Your Leadership Operating System Needs an Update | Townsend Wardlaw

    FEB 5

    277: Your Leadership Operating System Needs an Update | Townsend Wardlaw

    Every leader knows what an iPhone is—but have you ever thought about your own “human operating system”? In this eye-opening episode, Damon welcomes trusted advisor Townsend Wardlaw to the Learn-It-All™ podcast for a deeply practical—and often surprising—conversation about mindset, leadership, and personal transformation. Using vivid analogies and candid stories, Townsend Wardlaw challenges leaders to rethink the “code” they’re running: are you operating on beliefs that hold you back, or fuel your growth? From updating your personal OS to escaping the trap of “trying harder,” this episode delivers powerful frameworks and real-life examples for anyone ready to break through their own limits. Whether you’re a founder stuck at a plateau, a manager coaching high performers, or simply someone seeking more fulfillment, you’ll walk away with tools to shift your perspective, transform your energy, and unlock new outcomes—no performance hacks required. In this episode, you’ll learn: How your “human operating system” shapes every action, relationship, and result—often without you realizing itWhy the most successful founders get stuck by relying on self-reliance—and how to rewire for growthThe critical difference between asking “how do I solve this?” vs. “who needs to show up?” (and the impact for big goals)Why letting go of control, credit, and blame can unlock unprecedented energy and peaceHow to shift limiting operating system beliefs through awareness—in yourself and in othersWhat truly transformational coaching looks like (spoiler: it isn’t about providing answers!)Simple, practical ways anyone can start “updating their code” and designing the life—and leadership—they truly desire Timestamps: 00:00 – The iPhone analogy for human operating systems 01:40 – How your underlying “code” determines perception and results 06:17 – “Who, Not How”—how shifting the question changes everything 08:27 – Real founder story: making the impossible, possible 10:44 – Why working harder won’t scale—and what to do instead 14:33 – The role of ego and self-reliance in leadership (and its dark side) 19:11 – “How much is really up to me?”: India trip, humility, and insight 22:46 – What founders unlock when their responsibility drops from 90% to 5% 26:55 – Are you playing to win, or not to lose? Problem-solving reexamined 28:32 – Seeing situations differently: the “glass elevator” metaphor 33:34 – Is it really hard… or have you just never practiced? 37:39 – Awareness is the key to performance, growth, and leadership 41:12 – How to create from commitment, not inventory 49:13 – What sets transformational coaching apart 51:09 – Actionable advice for new managers and coaches 56:13 – Awareness: the most powerful coaching tool you’ve never used 59:07 – Where to find Townsend Wardlaw online 01:00:24 – The must-ask question: What do you truly desire? About Townsend Wardlaw Townsend Wardlaw is a sought-after advisor working with select founders and leadership teams, as well as top coaches worldwide. His unique perspective blends deep business experience—including his own founder journey—with cutting-edge mindset and transformational coaching. After a career-defining setback led...

    1h 3m
  4. 276: The Psychological Safety Test Leaders Never Try | Aoife O’Brien

    FEB 3

    276: The Psychological Safety Test Leaders Never Try | Aoife O’Brien

    Even high-performing teams can be unhappy—and leaders who want to create workplaces where people thrive need a new playbook. In this energizing episode of the Learn-It-All™ podcast, Damon sits down with Aoife O'Brien, award-winning podcast host and author of Thriving Talent, to unpack the essential ingredients for happy, high-performing workplaces. Drawing from her own journey and deep organizational research, Aoife lays out her “house” framework for thriving teams. Discover the building blocks of psychological safety, culture, drivers, and capabilities—plus practical ways leaders at any level can activate them. From feedback to autonomy to tackling imposter syndrome, this episode offers fresh, actionable guidance for leaders navigating today’s rapidly-evolving work landscape. Whether you’re new to leadership or rethinking how you build teams, you’ll come away with memorable stories, research-backed tips, and validation that creating real psychological safety is always the starting line. In this episode, you’ll learn: Why psychological safety is the foundation (and how to build it) How to spot the warning signs and triggers of a toxic culture The “house” framework: 3 pillars of a thriving workplace (+ capstone) The secret to extracting honest feedback—and using it for growth How to balance autonomy and guidance for every team member Practical advice for uncovering and leveraging your team’s strengths Simple ways leaders can create more capacity (not just busywork) Real answers on career paths, imposter syndrome, and the human side of AI Timestamps: 00:00 – Aoife’s “house” model: psychological safety as the foundation 01:38 – How work expectations changed post-pandemic 02:30 – The 3 pillars: workplace culture, drivers, capabilities 04:46 – What piqued Aoife’s interest in toxic work environments 07:29 – Self-reflection & feedback for new leaders 11:44 – Why values alignment drives trust (& how leaders miss it) 15:42 – Triggers that create toxic cultures—microaggressions/bullying 17:46 – Role modeling vulnerability & building psychological safety 19:33 – Understanding employee drivers: autonomy, relatedness, competence 22:55 – How to avoid micromanagement AND under-management 25:31 – Why strengths matter more than fixing weaknesses 28:48 – Practical strategies for uncovering team member strengths 31:22 – Asking for—and receiving—feedback without defensiveness 35:57 – The “aha” moments from Aoife’s book: linking work to impact, creating capacity 40:34 – Lessons learned from guests: mattering, psychological safety tests 44:48 – Aoife’s assessment for leaders & organizations 46:30 – Where Aoife spends her time: keynotes & career development 48:23 – The 5 impostor identities 51:15 – Navigating the impact of AI on careers 52:20 – What leaders will do differently after reading Thriving Talent 54:14 – Final advice: curiosity, asking for feedback, embracing self-awareness About Aoife O’Brien Aoife O’Brien is an award-winning podcast host, author, and organizational behavior expert passionate about creating...

    57 min
  5. 275: He Took Over From a Legend After 45 Years—Here’s What Worked | David Brint

    JAN 29

    275: He Took Over From a Legend After 45 Years—Here’s What Worked | David Brint

    Leaders aren’t just born—they’re built, and sometimes it takes stepping into the unknown to truly make a lasting impact. In this heartening episode of the Learn-It-All™ podcast, Damon Lembi sits down with David Brint, innovative real estate entrepreneur and transformative former chairman of the Foundation Fighting Blindness. David shares the inspiring story behind his decades-long mission to cure blinding diseases—a journey that began with his own son’s diagnosis. Together, they dig into everything from scaling one of America’s top affordable housing companies to overhauling a nonprofit for long-term success—plus, the hard (and human) lessons of leadership, succession, and impact. Whether you care about social entrepreneurship, resilient leadership, or the power of personal connection, you’ll walk away with real, actionable wisdom—and hope for a brighter world. In this episode, you’ll learn: How David turned personal adversity—his son’s diagnosis with a rare blinding disease—into a mission-driven leadership journey.What it takes to grow a nationwide real estate company that applies social impact and economic development to affordable housing.The nuts and bolts of taking over from a legendary founder and why nonprofit leadership needs an entrepreneurial mindset.The secrets behind successful succession planning—how to step in, when to step down, and how to set the next leader up for success.How building the right team and fostering a learning organization unlocks breakthrough growth—for businesses and nonprofits alike. Timestamps 00:03 – The moment that inspired David’s mission: seeing hope firsthand 01:08 – Why David took the chairman role after 20 years with the Foundation Fighting Blindness 04:05 – From real estate consultant to affordable housing pioneer 06:03 – How the affordable housing industry evolved (and the role of tax credits) 10:32 – Neighborhood transformation: education, childcare, and the Purpose Built Communities model 13:12 – Designing award-winning housing for the visually impaired 14:04 – How vision (and partnership) fuels organizational growth 16:35 – Finding your niche and hiring world-class talent 19:20 – The #1 challenge scaling a mission-driven business 22:23 – How personal adversity led to founding a game-changing nonprofit 26:17 – Leading with transparency: balancing business and nonprofit commitment 27:13 – The entrepreneurial nonprofit: fundraising, venture funds, and risk 30:36 – How to win board buy-in and empower leadership teams 32:52 – Building a high-performing, learning-focused nonprofit (the hard choices) 35:09 – Making the mission tangible: why “science is our product” 38:09 – Raising record-setting funds—by making learning core to the culture 42:44 – Leading so people “don’t want to let you down”—and why passion is contagious 43:45 – The moment a child could truly “see” 47:30 – Succession planning: why knowing when to step down is as important as stepping up 50:01 – Letting go: giving your team ownership, in business and philanthropy 51:45 – How parenting a child with blindness changed David as a leader About David Brint David Brint is a transformative leader whose dual careers interweave purpose and business. As co-founder and principal of Brinshore Development, he’s grown the company into one of the top 50 affordable housing developers

    55 min
  6. 274: The 6 Levels of Control That Signal Team Failure | Kevin Black

    JAN 27

    274: The 6 Levels of Control That Signal Team Failure | Kevin Black

    Chaos isn't just survival—it's an opportunity. In this electrifying episode of the Learn-It-All™ podcast, host Damon Lembi welcomes strategic advisor, U.S. Army veteran, and author Kevin Black for a game-changing deep dive on team chaos. Drawing from military history, behavioral science, and his groundbreaking book Strength and Chaos, Kevin reveals why chaos is misunderstood as merely negative—and how leaders can harness it for team growth. The duo unpacks the difference between destructive and constructive chaos, behavioral adaptability, and the “PAR” dynamic that determines whether your team thrives or crumbles under stress. Whether you run a startup or manage a legacy organization, this episode arms you with a practical playbook for navigating—rather than fearing—uncertainty. From real stories of battlefield improvisation to boardroom breakdowns, you'll reclaim chaos as your competitive advantage. In this episode, you’ll learn: Why chaos isn’t always the enemy—and how rethinking it changes everythingThe behavioral building blocks that determine your team’s reaction to chaosKevin’s six-level “control continuum” for diagnosing constructive vs. destructive chaosHow leaders can adapt their style to unlock discretionary effort and resilienceWhat disciplined initiative, mission command, and trust look like in high-performing teamsHands-on exercises and tools to unify diverse personalities and create productive powerWhy critical thinking beats AI shortcuts—even when uncertainty spikesCase studies from military history and business that reveal the consequences of toxic leadership vs. adaptable command Timestamps: 00:00 – Why chaos is personal—and not just a storm to avoid 00:32 – Meet Kevin Black: Army vet, advisor, author, and chaos expert 01:44 – What makes Strength and Chaos a first-of-its-kind book on chaos 02:55 – Defining chaos: eustress vs. distress, crisis vs. disorder 05:18 – “Mission” vs. “people” behaviors: key drivers in team settings 07:26 – Are CEOs born with ideal behaviors—or is adaptability the real superpower? 10:19 – How “behavioral drift” creates lopsided teams (and big business mistakes) 11:41 – Decoding the chaos dynamic: PAR (Perceive, Action, Reaction) 13:25 – The control continuum: anarchy, initiative, compliance, resistance 16:25 – Lessons from military teamwork: why decentralization is so hard 19:50 – Comparing battle plans: German blitz vs. U.S. invasion of Iraq 21:32 – How toxic leaders trigger malicious compliance and organizational sabotage 23:51 – Who should read Strength and Chaos—and how to use its frameworks 26:11 – Four levels of constructive chaos: unity, integration, mission command, trust 29:56 – Kevin’s “controlled chaos” war-game workshops for execs 33:06 – What if you’re naturally resistant to chaos and uncertainty? 34:58 – The leader’s real job: turn your team into the rock stars 35:52 – “DOING” acronym: measuring true team performance 38:51 – AI, critical thinking, and the future of adaptive teams 41:40 – The metaphysics of chaos: why it’s inevitable (and how to thrive) 44:44 – Kevin’s favorite leader who crushed chaos: Stonewall...

    49 min
  7. 273: Stop Hiring for Experience: The 3 Traits That Predict Top Performers | Ursula Mentjes

    JAN 22

    273: Stop Hiring for Experience: The 3 Traits That Predict Top Performers | Ursula Mentjes

    There’s always a way—and Ursula Mentjes can show you how. On this episode of the Learn-It-All™ podcast, Damon welcomes Ursula Mentjes: five-time bestselling author, award-winning entrepreneur, and business growth expert. Together, they explore why “accidental salespeople” often outperform the pros, what really drives outsize business growth, and how to dismantle limiting beliefs that hold leaders back. Ursula opens up about her early days in sales, her leap from the corporate world to entrepreneurship, and the mindsets that helped her—and her clients—break through seven-figure ceilings. Plus, she shares actionable tips on hiring, delegation, and leveraging AI as a powerful growth tool. Straight talk, real stories, and a toolbox of strategy-meets-mindset wisdom—this episode is for anyone ready to think bigger, grow faster, and prove there’s always a way. In this episode, you’ll learn: The surprising traits that make “accidental salespeople” outperform even industry veteransWhy limiting beliefs—not just markets or experience—are often the main barriers to growth, and how to break through themThe step-by-step process Ursula uses to help clients 2x (or 10x) their businessWhy hiring for attitude and openness can be more powerful than hiring for a résuméThe essential role of delegation, trust, and empowering your team (plus how to avoid being the organizational bottleneck)How AI can be leveraged for small business growth, and why leaders can’t afford to resist it Timestamps: 00:00 – Ursula on “there’s always a way” 00:28 – Meet Ursula Mentjes and her journey from corporate to coaching 01:20 – Why accidental salespeople often succeed 02:15 – Ursula’s early sales lessons and reframing “the numbers game” 04:08 – Advice for finding (and hiring) great salespeople 07:04 – Top traits of high-performing salespeople 08:41 – Rejection and limiting beliefs in sales and leadership 09:09 – Ursula’s NLP techniques for overcoming limiting beliefs 13:15 – Making the jump from corporate to entrepreneurship 21:00 – Lessons in trust and delegation from running a $20M company 23:56 – The reality of launching her own business (and facing new comfort zones) 26:20 – Leadership style, micromanagement, and empowering others 27:39 – Who Ursula coaches and what her revenue model looks like 29:55 – Why mindset matters more than strategy, and the “who not how” approach 33:02 – Real client story: tripling growth with expanded vision and AI tools 35:54 – The most common reasons businesses get stuck 37:18 – Upgrading your team and vision to scale 38:19 – How to depersonalize growth decisions (“what is your business asking for?”) 38:58 – The spectrum of AI readiness—and why it matters 41:21 – Getting leaders excited about custom GPTs and real AI adoption 43:05 – Critical thinking as the ultimate future skill 44:21 – The power of coaching and who you should hire 47:07 – Ursula’s book rec: “One Great Goal” for clarity in action 48:42 – Ursula’s advice: There is always a way. About Ursula Mentjes Ursula Mentjes is a five-time bestselling author, award-winning entrepreneur, and sought-after business growth expert who specializes in helping leaders scale to multiple six and seven figures—while working less. A former top sales...

    51 min
  8. 272: The 5 Cs That Make People Trust You | Damon Lembi

    JAN 21

    272: The 5 Cs That Make People Trust You | Damon Lembi

    Learn as if you’ll live forever. Lead as if you’re always becoming. In this energizing solo episode of the Learn-It-All™ podcast, host Damon Lembi takes us on a deep dive into his signature “Five C’s” framework—a roadmap for leaders who want to double down on their human advantage in an AI-driven world. Drawing on his own journey and packed with relatable stories, Damon reveals why humility opens the door to greatness and how Character, Curiosity, Courage, Confidence, and Community will set you apart as a truly “Learn-It-All” leader. From practical leadership tips to actionable exercises, this episode is a must-listen for anyone who wants to keep learning, support their team, and future-proof their skills as the workplace evolves. Damon shares how his own struggles (and wins) in public speaking, podcasting, and leadership continue to shape his approach—and why the best leaders are humble, experiment freely, and create spaces where everyone can grow. Whether you’re embracing new AI tools or just trying to build better habits, you’ll come away with inspiring ideas and practical next steps for leading with more humanity in every environment. In this episode, you’ll learn: Why humility is the essential “ticket in” for true personal and professional growthHow strong character builds trust, especially in uncertain timesThe power of curiosity to transform your learning and open unexpected doorsWhy courage matters more than knowledge—and how taking risks creates real progressHow confidence is built through reps, reflection, and celebrating mistakes as learning opportunitiesThe value of giving back and building community to cement your own learning and uplift others Timestamps: 00:00 – The Gandhi quote that grounds today’s leadership lesson 00:14 – The “human advantage” in an age of AI 00:32 – Introducing the Learn-It-All 5Cs framework 01:02 – Why humility is non-negotiable for leaders 01:45 – The first C: Character—integrity when no one’s watching 02:41 – The second C: Curiosity—how, and why, to never stop learning 03:29 – Is AI killing curiosity, or supercharging it? Damon’s take 04:01 – Courage: why learning requires stepping outside your comfort zone 05:06 – Real-life stories: Damon on podcasting, public speaking, and a teammate’s growth 06:10 – Building confidence through courage and regular practice 06:35 – The leader’s job: Growing your team’s skills and confidence 07:20 – Community: giving back to learn even more 08:22 – Recap: the five Cs and the foundation of humility 09:37 – How to encourage confident experimentation (especially with new AI tools) 10:04 – Staying present, slowing down, and appreciating what makes us human 10:35 – Free resources: Book and self-assessment to jumpstart your growth 10:47 – Call to action: Subscribe, rate, stay curious About Damon Lembi Damon Lembi is a 3x bestselling author, the host of The Learn-It-All™ Podcast, and CEO of Learnit – a live learning platform that has upskilled over 2 million people. Drawing from his prior baseball career, Damon brings an athlete’s perspective to leadership. Through his journey, he has gained invaluable insights into what helps organizations grow, how great leaders learn, and why learn-it-all companies outpace their competitors every time. Resources...

    11 min
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4.9
out of 5
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About

Welcome to the Learn-It-All™ podcast, the show for today's leaders who are ready to get and stay ahead of the game. Because great leaders aren't born or made, they're always in the making. Your host Damon Lembi is a 2x best-selling author and CEO of Learnit—a live learning platform that's upskilled over 2 million people. In conversations with industry experts and solo episodes, Damon offers fresh insights, new practices, and actionable strategies for leaders looking forward to thriving in tomorrow’s rapidly evolving business landscape. Subscribe to the Learn-It-All™ podcast on your favorite platform to never miss an episode.

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